Manager, Sales Development

SentinelOne is redefining cybersecurity by leveraging AI-powered innovation to combat future threats. The Enterprise Sales Development Manager will lead a team of SDRs focused on generating qualified pipeline within complex enterprise organizations, ensuring high-quality prospecting and strategic account penetration.

Responsibilities:

• Build, lead, and scale a team of 6–8 Enterprise SDRs aligned 1:4 with Enterprise AEs
• Drive high operational rigor through call reviews, pipeline inspections, outbound strategy sessions and skill development
• Improve meeting-to-qualified pipeline conversion through stronger qualification and AE alignment
• Hire, onboard, and ramp new Enterprise SDR talent
• Mentor SDRs on strategic prospecting and long-term career development
• Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns into large enterprise accounts
• Establish and enforce Enterprise prospecting standards across research, messaging, and account penetration
• Guide SDRs in partnering with Enterprise AEs to develop account plans and coordinate multi-threaded outreach
• Increase white space coverage and executive-level engagement within assigned territories
• Build and iterate on outbound plays aligned to enterprise segments
• Establish and track KPIs focused on qualified meetings, qualified pipeline, and account penetration
• Own Enterprise Pipeline Reviews with sales leadership covering pipeline health and territory coverage
• Partner with frontline Enterprise Sales Leaders to ensure alignment and quality opportunity handoffs
• Ensure disciplined execution across Salesforce, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, and AI-enabled prospecting tools
• Drive data accuracy, reporting clarity, and operational rigor
• Champion adoption of modern prospecting tools and AI-driven workflows
• Leverage AI for account prioritization, personalization, and signal-based outreach
• Integrate data-driven insights into team prospecting strategy and daily execution
• Elevated outbound prospecting quality and strategic account penetration
• Strong meeting-to-qualified pipeline conversion
• Clear Enterprise prospecting standards operationalized across the team
• High-trust partnership between SDRs and Enterprise Sales
• A disciplined, strategic SDR team operating as business partners — not activity executors
• Successfully developing and coaching BDRs to be future company AEs

Requirements:

• 3–5 years of experience managing SDR/BDR teams, with experience supporting Enterprise sellers
• Proven track record of building teams that successfully prospect into complex enterprise organizations
• Strong understanding of enterprise sales cycles and account-based prospecting strategies
• Experience developing structured prospecting systems and performance frameworks
• Fluency in Salesforce, SalesLoft (or similar engagement platforms), ZoomInfo, LinkedIn Sales Navigator, and modern prospecting tools
• Demonstrated coaching excellence and performance improvement track record
• Experience hiring and ramping SDR talent
• Bachelor's degree or equivalent work experience
• Experience managing teams prospecting to Fortune 500 or Global 2000 accounts
• Track record of developing SDRs who transition successfully into Enterprise AE roles
• Experience building enterprise prospecting playbooks and outbound standards
• Cybersecurity or relevant industry experience
• Personal closing experience is a plus, but not required